Archives for February 2020

Prospects usually have some idea what is causing the problem they need to get fixed. Most salespeople focus on getting more information about the problem and that is very important. Really weak salespeople immediately jump to discussing their solution to the problem. However, one of the most important questions you can ask is “so, what do you attribute that to?” This gives you insight into what the prospect thinks the cause of the problem is. Now, the prospect may or may not be right. But the important thing is to know what they think the cause is and hence where the solution lies. If you believe that the prospect is wrong, you can address that with more questions in the discovery phase. This tactic prevents you from proposing a solution that is off base from the prospect’s point of view and it eliminates objections before they happen. If the prospect turns out to be wrong, then you have probably differentiated yourself from your competitors. This approach is much better than coming up with a solution which you then have to defend causing you to lose credibility with the prospect.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

You can’t be something you are not, so don’t try to be. Don’t try to be charming if it is not your natural way. Don’t try to use big words if they do not come naturally to mind. Don’t fake your product knowledge. Prospects can see right through someone who is not authentic. They will not bond with someone who they view as a phony in any way. If the don’t bond with you they won’t buy from you. So today’s tip is be natural, be authentic. Be you!

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

“Have to be in it to win it” is the refrain of the ineffective salesperson. These people will waste time hoping against hope that they win. they will stay in a deal with a 1% chance of winning if they have that mentality. Elite salespeople know that getting a no is the second-best thing that can happen to them. Elite salespeople can recognize when they have little chance to win and they exit the deal when that becomes clear. This gives them plenty of time to uncover deals they have a high probability of winning. The effective salesperson knows that the less time they spend with deals they are not going to win the more time they have to find deals they will win.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan

Sometimes prospects are not forthcoming with information. It can be intentional or inadvertent. Many salespeople try to “read between the lines” to get at the what the prospect really meant by what he said. This is always a bad idea. The chances for misinterpretation and confusion are great. If you are not sure what the prospect meant just ask what they meant. If you pick up a clue from their body language check it out by asking a question. For example, if they flinch when you say something you can check it out by saying “It sounds like you are not in agreement with that”. It is as simple as that.

If you have a sales question you would like to discuss follow the link to schedule a call:
https://calendly.com/dancaramanico/callwithdan